"Makes a significant contribution to the art of leadership." - Admiral Elmo R. Zumwalt, former Chief of Naval Operations
SPEECHES,
SEMINARS,
THESE UNIQUE PRESENTATIONS HAVE BEEN GIVEN ON FOUR CONTINENTS FOR BOTH GOVERNMENT AND PRIVATE INDUSTRY
Note:
Speeches, seminars, and workshops are given to organizations only. We do
not give presentations that are open to the general public unless sponsored by
another organization. If you are
interested, bring this to the attention of those responsible for training or
events in your organization.
The
8 Universal Laws of Leadership William
A. Cohen, PhD, Major General, USAFR, Ret.
"Extraordinary
achievements demand extraordinary leaders." NOTE:
SPECIAL DISCOUNTS TO U.S. GOVERNMENT ORGANIZATIONS "Leaders
need these techniques which Bill Cohen vividly explains."
- Mary
Kay Ash, Chairman
Emeritus,
Mary
Kay Cosmetics
Major General Bill Cohen on the set of the movie "True
Lies" with Arnold Schwarzenegger
Dr. Cohen shares a joke with Congresswoman and Former Ambassador Diane
Watson while the Presidential Yacht
Sequoia cruises the Potomac River "A first class primer on
leadership" - General H.
Norman Schwarzkopf "
. . . important, and will have the success
it deserves.
- Peter F. Drucker, World Famous Management Thinker “A
must for all leaders”
–
General Alexander Haig, Jr. former U.S. Sec. of
State
NEW SEMINARS! A
Class with Drucker: The Lost Lessons of the World’s Greatest Management
Teacher
Bill Cohen studied under Peter Drucker
from 1975-79 and became the first graduate of his executive graduate
program. What Drucker taught him literally changed his life. In a few years
he was recommissioned in the Air Force and rose to become a major general.
He became a full professor, a university president, and authored 53 books
published in 18 languages. He maintained a nearly lifelong friendship with
the master. In this seminar/workshop Cohen shares many of Drucker’s
teachings that never made it into his countless books and articles - ideas
that were offered to his students in classroom or informal settings. Cohen
expands on Drucker’s lessons with personal anecdotes and shows how Drucker’s
ideas can be applied to real-world challenges that managers face today.
You will learn.
This seminar is based on the book by the same name to be published by AMACOM
November 2008. The publisher has already announced that foreign edition
copies sold prior to publication are the highest of any book in this
publisher's 45-year old history.
Drucker
on Leadership
Peter Drucker
devoted his entire life to leadership. Yet, unlike others he never wrote a
book on the subject and didn't have the title "leadership" in any of his
hundreds of articles until 1987. even his approaches were unique. When
a corporation asked him to do a seminar on leadership, he declined. It took
me years to understand his position on leadership because even as his
student he once gave me an A+, but said, "Now I'm really confused." I
thought this had to do with my presentation. It took me years of personal
interaction and extensive research before I finally understood why he
was confused and his conclusions regarding how to lead properly. His
disappointment with the leadership in many corporations caused him to devote
much of the final years of his life to the non-profit sector.
In this seminar
you will learn:
Drucker
on
Marketing
Drucker taught
that the two essentials for any organization were innovation and marketing.
Famed marketing guru Phillip Kotler has been called "The Father of Modern
Marketing." When asked about Drucker's concepts of marketing, Kotler said,
If I am "The Father of Marketing," than Drucker is "The Grandfather of
Marketing." Drucker's views are unique and differ significantly from what
academic researchers and others teach. For example, Drucker taught that
selling wasn't just not complementary to marketing, it could be adversarial!
He knew how a marketing organization must create its own future. He taught
what marketer must do when "they move your cheese." He believed that
marketing was primary for any organization. He said the purpose of a
business in creating a profit was secondary to a different primary objective
that if not followed would be detremental to profits. In this seminar
you will learn:
The
Stuff of Heroes: The Eight Universal Laws of Leadership Peter F. Drucker said that the
first systematic book on leadership was written by Xenophon 2000 years ago and
(at least until Cohen’s books) it was still the best. Xenophon was a Greek
general, and he wrote about battle leadership. Seeking the basics for all
leadership, Dr. Cohen conducted research with more than 200 combat leaders,
including 62 generals and admirals who achieved extraordinary success outside of
the military. Analyzing the results of this research, he found that 95% of their
responses of what they did to get others to follow their lead under all
conditions fell into only eight categories. Dr. Cohen calls these the eight
universal laws of leadership. This inspirational speech explains each law with
specific examples so attendees know how to
apply them to any situation. These concepts which
resulted in the book, "The Stuff of Heroes," have been recommended by world class leaders including CEOs
of major corporations, General Norman Schwarzkopf, former Secretary of State
Alexander Haig, Astronaut Frank Borman, General Motors CEO Robert A. Lutz,
former Air Force Chief of Staff General Ronald Fogleman and many others. Strategy is much more critical
than day-to-day tactics. Unfortunately, few managers think strategically, or
themselves emphasize strategic planning. Yet as Peter Drucker has said,
"Any organization which continues to do what made it successful in the past
will eventually fail." This material was developed to cover the basics and
motivate participants to actively and enthusiastically support and participate in
strategic planning. It has been given with notable success to organizations
throughout the government Throughout history generals
(and admirals) have been a select group responsible for leading individuals
achieving goals under the worst conditions imaginable and succeeding despite
high risk, uncertainty, and possibly one of the few situations where the
majority of participants would rather be elsewhere. While most would agree that
these rare individuals (the percentage of active CEOs to active generals is
probably something like 10,000 to 1) know something about war, few know that
they have written and spoken from what they know on hundreds of topics including
depression, planning, persistence, fear, success, adversity, victory, and more.
In this material, Dr. Cohen discusses his research on more than 300 topics and
contributions from more than 100 generals and admirals through 7000 years of recorded history.
Because of the large number of topics available, "The Wisdom" is
easily customized to emphasize the solutions to challenges facing any
organization at a particular time. FULL DAY WORKSHOPS The
eight universal laws are strategic. From them come hundreds of tactics and
techniques that leaders must use in all fields. Combat
leadership is extremely effective despite
the terrible environment in which it is practiced. Under such conditions, old
motivators such as pay, vacations, and job security aren't much good. Yet,
combat leaders help others reach very difficult goals and complete very arduous
tasks. They build organizations that get things done ethically, honestly, and
for the most part humanely, in many cases without giving direct orders. If
business leaders could motivate their employees to perform at only a small
percentage of the productivity achieved by combat leaders, what couldn't their
organizations accomplish? To develop this system, Dr. Cohen surveyed more than
200 general and flag officers who have since become corporate executives.
This
is our "flag-ship" seminar and the concepts and techniques taught have
been recommended
by U.S. Senator Barry Goldwater, Admiral and former Chief of Naval Operations
Elmo Zumwalt, former Chief Staff of the Air Force Ronald Fogleman and many CEOs
of major organizations Attendees will learn: The
crucial law that is the basis of all leadership
How to develop and promote a vision How to motivate employees to a personal
commitment to reach any goal The
7 influence tactics and how and
under what conditions to apply each How to take charge in crisis situations How to lead a team,
any team
How to build an organization like a
winning athletic team This
one day workshop is highly recommended for leaders at all levels of any
organization.
Developing
Your Personal Charisma Research
has shown that charismatic individuals do much better in business and other
endeavors than others. Moreover, psychological research proves that charisma can
be measured, learned, and increased. Through charisma, business executives acquire more customers. Because of
charisma, their suppliers give them better price breaks and delivery. Due to
their charisma, their employees strive to do their best. Charismatic leaders
build and lead highly successful organizations and their charisma is recognized
by employees, customers, and others. The information in this seminar was
developed from an analyses and interviews with leaders perceived to be highly
charismatic as well as research as to what causes individuals to be perceived to
be charismatic. In addition, research published in major psychological journals,
largely overlooked, has been tested and powerful techniques developed and
proved. Through knowing what
to do, and following simple exercises, attendees can begin to develop their
own unique form of charisma right away. Participants will
learn: Historical examples
of charismatic leadership The components
of verbal and non-verbal communication skills, that when combined, produce
what is perceived as "charisma" Exercises to
assist in developing each component of charisma A personality
test to measure your potential for being perceived as charismatic How to develop
your own style of charisma How to use your
charisma, once you have
it
The
STUFF
of
HEROES
Author of Best Selling Books
published in 18 Languages
"Very,
very well done." Former
Senator Barry Goldwater
MOTIVATIONAL
AND INFORMATIONAL SPEECHES
The
Wisdom of the Generals: How To Triumph in Business and in Life
The Stuff of Heroes: The Eight Universal
Laws of Leadership and the New Art of the Leader
The Principles and
Application of Developing a Winning Strategy for Business
Strategy is the most important factor in the success of any human endeavor. More than 36 million viewers watched the final episode of “Survivor” on CBS television in the spring of 2001. They saw a forty-year-old nurse and mom, Tina Wesson, win the $1,000,000 first prize after forty-two days in the Australian outback with little food and under severe environmental conditions. Fifteen other competitors, both male and female, including many who were younger and stronger, and with arguably better survival skills, had been eliminated. For every “immunity challenge” won during a highly physical competition with the others, the rules granted immunity from being eliminated from the game for a week. Tina hadn’t won a single one. Colby Donaldson, the superbly conditioned 27 year-old rodeo rider won eleven immunity challenges. But he came in only second against Tina Wesson. Both contestants stated repeatedly that while luck was an important factor, Tina’s victory was based primarily on her strategy.
Richard Hatch, 50 pounds overweight, and the winner of the first “Survivor” contest echoed this explanation. “I won,” he said,“ by sticking to my strategy.” The second place contestant in this first contest, wilderness guide Kelly Wiglesworth, had won four straight immunity challenges. She fully expected to win over Hatch, who was unpopular and known to all as “the survivor you love to hate.” Still, like Colby, Wiglesworth also lost to a superior strategy. Strategy is even more crucial for business. Yet most businesses do not develop a winning strategy.Why are some firms almost always successful while others fail miserably? Research of the greatest strategists and strategic thinkers of the millennia from both east and west in a search spanning over 7000 years of recorded history and almost every country on earth yield the answer. This research included the valuable and sometimes rare writings of ancient Chinese strategists like Sun Tzu, T’ai Kung Chiang Shang, and Sun Pin. But also, Epaminondas of Thebes who at Leuctra in 371 B.C. defeated the “unbeatable” Spartans although they outnumbered his forces, two to one, the German Karl von Clausewitz, and his contemporary, and some say the superior strategist, the Swiss Antoine-Henri Jomini, the Englishman Liddell-Hart and the Italian economist Vilfredo Paredo. Paredo found he could prove the value of economizing to mass through economic analysis. He developed the 80/20 principle: 80 percent of results are derived from only 20 percent of the effort – a crucial comment on the proper allocation of always-limited resources and where to concentrate them. When matched with today’s successes in business, companies like Microsoft, Wal-Mart, General Electric, and Citi-group these studies resulted in the 10 principles of all successful strategy. These 10 principles are:
Commit
only to a Fully Defined Objective
Seize
and Maintain the Initiative
Economize
to Mass Resources at the Decisive Point
Do
the Unexpected
Take
the Indirect Approach
Keep Plans Simple
Proceed
only with Multiple Alternatives
Conceal
Intentions
Exploit and Leverage Success
Carefully Plan Sequence and Timing
Participants in this one-day workshop will learn how to apply these principles to their organizations to develop a winning strategy in a variety of settings.
Developing Peak Performance
This workshop is based on groundbreaking research by Dr. Cohen and his wife, the noted clinical and organizational psychologist, Dr. Nurit Cohen. The Cohens found that corporations not only develop unique cultures, but unique behavior patterns which are sometimes dysfunctional. In this case, the corporation as an entity must be treated in a fashion similar to treatments provided individuals in psychotherapy. Fully healthy organizations consistently perform at peak performance.
Attendees will learn how to use simple diagnostic tools to identify one of nine primary psychological ailments causing the dysfunction of organizations and the treatments for each. Other of their work in decision-making, control of stress, motivation, time management, and communication will help any executive or professional to develop his or her personal best.
Participants will learn:
The 9 psychological dysfunctions faced by all organizations
How to diagnose each dysfunction
How to treat each dysfunction
The Organizational Health Analyzer (OHA) and how to use it
Ways to immediately reduce stress
Methods of maximizing your productivity and those whom you supervise
Various methods of decision-making
Methods to protect yourself in psychologically toxic work environments
The workshop is intended for managers of organizations of all types and sizes as well as internal or external consultants who assist these organizations.
With Vice Admiral David Ben-Baashat, Commander of the Israel Navy, After Speech to the Senior Officers
THREE-DAY
SEMINARS
This is a complete 3-day course in marketing covering the basic concepts, marketing research, marketing management, use of the internet, industrial buyer behavior, consumer buyer behavior, international marketing, marketing planning, marketing strategy, the product life cycle, competitive analysis, marketing tactics including elements of product, pricing, advertising, public relations, sales promotion, salesmanship, distribution, direct marketing, direct selling, new product development, and more. It is intended for all managers who have marketing responsibilities or work with those who do.
Marketing
Psychology
This seminar will teach attendees how to ethically influence buyer behavior in both industrial and consumer markets. Marketing psychologists have long understood that buyers do not behave "logically" in the marketplace. This is the reason that not infrequently technically inferior products are purchased even though price is not a factor, sometimes buyers prefer to pay more and will actually buy more of an identical or similar product or service costing more, and sophisticated professionals will ignore technical data and respond to an emotional appeal. It is also the reason that many new products fail, including the first cake mix, a pleasant smelling cigar, baby food in when first introduced in Israel, a robot lawn mower and many more. This courses teaches the basic principles of how to apply psychology to marketing in developing new products or services, pricing them, introducing them for the first time, distributing them, advertising them, and selling them face-to-face.
Developing
a Winning Marketing or Business Plan
Having personally supervised the development of more than 1000 marketing and business plans and the author of several books on the subject, few have as much experience or expertise in this area. Dr. Cohen's unique approach has resulted in a number of awards, including a national prize awarded for the best marketing plan in Australia.
This is the era of marketing. Major articles not only in Business Week, but also in Time, Newsweek, and other popular magazines attest to this fact. Every organization needs marketing to be successful, and the key to marketing is the marketing plan. Once a marketing plan dealt only with promotional aspects. Not so today. Marketing plans done according to the procedures taught in this seminar are identical to complete business plans.
A
good marketing plan is the difference between only dreams and ideas and
organized, tough-minded, financially accurate, bottom-line success. Those
following the concepts in this seminar have profited greatly. One started a
chain of pizza restaurants and had a cash flow of $48,000 a month before he
graduated from college. Another sold a plan he developed for $5000 and was told
it was worth five times that. Yet another, an immigrant from China used his plan
to get $1.4 millions in funding to implement his plan.
Leading
in the Global Environment
Leadership is more important than it ever was before, because businesses and all organizations operate more and more in a global environment. This means they must frequently lead others from many different cultures, beliefs, languages, and with different motivations. Consequently, we need good leaders of every type to lead countless thousands of companies, non-profit organizations, government departments, clubs, associations, schools, universities, churches, synagogues, and many other groups at a time when it is more than ever difficult to get these leaders. This 3-day seminar was designed to fill this need.
Just
about anyone can become a competent leader. The only thing you need to know is
what to do and than to do it. As President Eisenhower once told his son,
"The one quality that can developed by studious reflections and practice is
the leadership of men." Eisenhower said “men,” but he was talking about
both sexes. Once you know what to do, studious reflections and practice about
leadership will help you in leading both men and women.
Peter
Drucker said back in 1955 that, "Leadership is of utmost importance. Indeed
there is no substitute for it."
He went on to say that the first systematic book on leadership, written
by Xenophon three thousand years ago was still the best book on the subject.
Xenophon’s book may have been the best in 1955 when Drucker wrote his book,
but it didn’t enable people to learn how to become leaders, because most who
read this book were unable to apply Xenophon’s observations to their own
situation.
But,
the fact is that leadership can be learned. As General Sherman, famous, or
infamous depending on your point of view, for his "march to the sea"
during the Civil War expressed it: "I have read of men born peculiarly
endowed by nature to be a general...but I have never seen one."
The emphasis of this course is not theoretical. It is on how to do it. The leadership techniques taught have proven effective over thousands of years. They will work for all attendees as they did for Julius Caesar, Sun Tzu, or George S. Patton.
TO CONTACT US: CALL (626) 791-8973
www.stuffofheroes.com